Building a Global Sales Strategy: SME experience

iBwave’s shares its approaches to cracking global markets.

Today iBwave, a telecom radio planning software provider that develops indoor wireless solutions headquartered in Montreal, is one of the fastest-growing companies in North America having employees all over the world and more than 500 customers in 80 countries. How has the company,which started in 2003 as a two-man operation offering a single product developed into a global in-building standard?

“The rapid expansion did not happen of its own accord; it represents a decade of careful strategic planning and a highly focused approach to growth,” said company’s CEO Mario Bouchard.

Company benefited from the rise of smart phones and table PCs, which were primarily used inside buildings and required the signal strength that outdoor towers could not reliably provide. iBwave filled that gap. 

Company started its global penetration with participating in the trade shows, expanding further by joining forces with international agents, however because of the product’s highly technical nature company relies on agents in establishing the first contact, but only iBwave’s staff is positioned to do the selling. I think this strategy also guarantees developing stronger and lasting relationships with export customers, which iBwave transformed into the company’s further growth plan: developing products based on customers’ demands.